Sales Coaching Lesson # 12: How the Volvo Got Me Thinking about Your Sales Results

I am in Geelong this morning (in wet, rainy,but very green Victoria).

Besides the fact that my mate Max has 3 replica AFL Premiership cups on his study bookshelf, he also reminded me of valuable coaching lesson over the weekend.

Max’s wife Jan drives a Volvo and Max drives a Holden.

As we were driving around in the car, he kept turning on the windscreen wipers every time he wanted to use the blinker..

(Have you ever done that???)

He was so used to driving one car, that when he got in the other car, he was wired up, conditioned, trained to use the left lever as the blinker not the right (or vice versa).

It reminded me of a sales team I am doing Sales Coaching with back in Perth who have been answering the phones and taking the orders the same way for many years.

They have been conditioned, wired, habitualised to do it that way for at least the last 3 or 4 years.

Now the boss wants to get them to change.